The role of a sales manager in the pharmaceutical/biotech industry includes customer targeting and acquisition through visiting doctors, hospitals, and pharmacies to discuss products and gather prescribing patterns. They are also responsible for administration tasks like providing bi-weekly reports, ensuring correct deliveries of samples and materials, and maintaining lists of doctor contacts. Sales managers hold weekly team meetings to review sales, identify problems, and take corrective actions to achieve sales targets.

1. Sales Manager-Job & Role
Presented By
Amol Chate
Roll No. 5(A)
SIMS –Marketing (2010-2012)

2. Management
1. The act, manner, or practice of managing;
handling, supervision, or control; management of a crisis;
management of factory workers.
2. The person or persons who control or direct a business or
other enterprise.
3. Skill in managing; executive ability.
Definition of Manager:
One who handles, controls, or directs, especially
a. One who directs a business or other enterprise
b. One who controls resources and expenditures, as of a
household

3. THE FUNCTION OF THE FIELD SALES
MANAGER
• Planning Seeing Doing
I. Planning what things need to be done How they should be
done
II. Leading people to pursue and achieve the desired
objectives in accordance with established plans and schedules
III. Dealing on a day to day basis with problems and difficulties
that arise
IV. Measuring the actual performance of people against
desired goals and plans
V. Taking necessary steps to close any gaps that exist

4. Planning
1 . Provides management with immediate forecasts and long range plans for the
achievement of budgets and quota objectives
2. Plans and conducts regular sales meetings. Makes assignments in advance of
such meetings.
3. Plans for the development and career path of sales people
4. Frequently assesses sales people in order to determine training needs
5. Carefully plans personal time
6. Assists management in the development of sales forecasts
7. Recommends sales policies to management
8. Assigns sales territories
9. Plans to achieve an agreed net per cent profit on sales
10. Analyses markets to identify new customers and new prospects
11. Plans the overall activity of personal sales team

5. Action
1. Recruits quality people following approved selection procedures
2. Continuously trains new and experienced sales people in basic attitudes, sales skills and
product knowledge
3 . Motivates and develops each of the sales people to achieve their full potential
4. Discharges sales people with unsatisfactory performance levels within company policy and
employment law guidelines
5. Communicates with sales people on a regular basis keeping them informed of all matters
affecting their work
6. Directs the activities of the sales team
7. Support and directs the application of company sales and marketing promotional activity
at the local level
8. Consults with sales people and customers on problems of service, delivery etc.
9. Maintains discipline
10. Encourages sales people after failures and gives recognition where due for a job well
done.

6. Control
1. Sets standards of work performance and conduct
2. Establishes frequency of customer contact
3. Maintains a record system to provide an analysis of performance of sales team
by each individual reporting
4. Evaluates the performance of each individual sales person
5. Constantly reviews the performance record of each sales person
6. Determines in what areas performance is on target
7. Investigates what areas are off target, investigates the cause of under
performance and takes immediate action to get on target

7. Sales Manager of Pharma/Biotech
Industry
Customer Targeting & Acquisition
1. To achieve sales target
2. To be an expert in Technical and Marketing knowledge
relating to the brand and products
3. To initiate one-on-one discussions and meetings with
doctors, pharmacists and other healthcare professionals on
company’s range of products
4. To visit doctors in private integrated-medicine hospitals in
order to convince them about prescribing company’s products
5. To gather and maintain information on the institutions and
private clinics a specific doctor may be attached to

8. • 6. To understand the hospital set-up and obtain information
on weekly/monthly/quarterly doctor gatherings in order to
assist the marketing team in holding seminars.
7. To visit specific pharmacies primarily to ensure product
range is listed and secondly to identify core prescribers and
prescribing pattern of doctors promoting BioCare’s products.
There are three types of target pharmacy: In-hospital
pharmacies, Hospital-referring pharmacies and a limited
number of Top Independent pharmacies in key residential
areas

9. Administration and Supply Chain
8. To provide a bi-weekly report of field work (e.g. doctors
called upon and their suggestions)
9. To provide a stock and sales statement on a monthly basis
10. To ensure correct and timely delivery/implementation of
samples and promotional materials, detailing to the
concerned doctors, smooth and successful delivery of
CMEs, Seminars, Conferences, Doctor meetings
11. To maintain a detailed list of doctors visited, along with
their contact information
12. Having sales review meeting weekly within the team to
identify problems, discuss, analyze and solve them by taking
corrective action.